... Distribution channels Consumer behavior Sales management As the financial year drew to a close in March 2023, the Kerala sun cast long shadows across the office of Sujith Ram Parayil, Managing Director of KVR Group. He sat quietly, contemplating the future of KVR Automotive. This flagship...

..., but the DMs had done well in their sales performance for Quarter 1. All of them had achieved their targets, so Quarter 2, when he joined, started on a high note. But Salil Govind, the regional sales manager, his boss, was very concerned that a territory that had no manager had been consistently doing so well...

... of information and capability development of the sales force. Distribution channels Channel management Competitive advantage Sales management Value chain Stakeholder management On September 14, 2017, Manish Singhal, the national sales head (NSH) of Universal Heater Industries (UHI), along...

...Renuka Kamath; Pankaj Agrawal; Shoaib Ahmed Learning outcomes This case highlights the challenges faced by a young and inexperienced Area Sales Manager (ASM), early in her career. This is an often-encountered situation by fresh graduates. Through the analysis of the case, the students will be able...

... to continue to perform and deliver? The case focuses on the challenges of recruitment of a Sales Manager (SM) in a small home furnishing business. Use of competency framing to validate the candidates is the high point of the case Learning objectives By the end of case discussion participants should...

... sales manager (ASM) for effective territory management, along with the path taken for a focused approach to territory growth. Comparing the distinct perspectives of a company and an intermediary (e.g. distributor) who are pursuing similar business goals. Experiencing hands-on calculations of return...

... to identify problems, determine their causes and suggest sales management actions to solve them. Students will be able to differentiate between an outcome-based and a behaviour-based perspective for evaluating and controlling salesperson performance. Students will understand how to control one’s behaviour...

...: Marketing. Muhammad Muzamil Sattar can be contacted at: muzamil.sattar@iba-suk.edu.pk © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Business ethics Sales management Sales performance Marketing ethics Flori Pharma used an online...

... intends to elaborate on the specific aspects of distributor management and sales management. Some key questions discussed in the case are as follows: What are the aspects that determine the performance of a distributor? What are the parameters that a distributor needs to take into account while selecting...

...Sajjan Singhvi; Gaurav Sharma; Rajat Gera Subject area Rural Marketing, Sales and Distribution Management, Salesperson Motivation, Channel Management. Study level/applicability The case can be used in sales management, channel management and rural marketing courses offered to graduate students...

.... Study level/applicability It may be used in second-year courses of MBA marketing programs as well as in specific executive education programs dealing with key account management (KAM) systems, business strategy, industrial marketing and/or sales management courses. This case can also be used...